Main
Michael Spurlin
Objective:
Using my love for data, relentless curiosity, and my desire to help people solve problems, I want to help be RStudio’s next Senior Account Executive, Enterprise to help retain recurring revenue, increase sales, and help more people solve more problems using RStudio.
Experience
Certa, Director
Responsible for improving sales operations and building prototypes of solutions.
N/A
Present - December 2021
Sales operations
- Cleaning Salesforce data.
- Standardizing Salesforce (SFDC) process with Sales and Marketing teams.
- Improving the use and adoption of Salesloft.
- Integrating Salesloft with Salesforce.
- Led the project and was the SME to build a Configure,Price, Quote, Proposal tool.
- Supporting new AEs to reduce time to value.
- Responding to RFPs.
Product
- SME to develop a product that incorporates process mining to surface intelligence to make better decisions.
- Build dashboards to allow a company to analyze their vendor spend and the diversity of their suppliers.
F.H. Black & Company, Solutions Advisor
Responsible for formalizing the sales role in the United States and driving growth in the Eastern half of the United States. Working with states, counties, cities and school districts to automate their financial reporting process.
N/A
November 2021 - September 2020
- In 2021, led the team in the amount of deals closed.
- Worked with my Sales colleagues as well as the Consultant team to improve the internal process and the client experience.
- Standardized the use of SFDC, reports, and dashboards to add more rigor to the Sales process.
- Built a quote, pricing, and proposal tool to support sales with a new partner.
- Built a tool in R to better understand a client’s potential pain.
- Used Power BI to better understand the Sales activity and opportunity for growth.
Dun & Bradstreet, Account Executive
Responsible for improving sales operations and building prototypes of solutions.
N/A
September 2020 - August 2018
Grew and retained my territory by helping Procurement, Compliance, and Data teams simplify and streamline the process of identifying and mitigating third-party risk as well as manage solutions driven by data (data lakes and master data).
- Facilitated the conversations and coordinating the internal resources to support a $12B company standing up its data lake.
- Helped companies better understand their supplier diversity spend so that they can meet internal and external compliance requirements.
- Helped companies clean up their supplier data so that they can make better decisions and be more efficient about their supply chain.
- In my spare time, created a Power BI tool to put customer information at the fingertips of the sales team, saving time and improving customer conversations.
- Built a model for Sellers to be able to identify high propensity sales targets, allowing them to focus their efforts.
Workiva, Regional Sales Director
Helped CFOs, Controllers and VP’s of Finance at Higher Ed institutions, States, and Municipalities leverage a SaaS solution to shorten, simplify and streamline their financial reporting process, allowing their teams more time for analytics work and additional projects.
N/A
August 2018 - November 2015
- Acquired the first customers for this market in Illinois, Indiana, Kentucky, Ohio, and Virginia.
Gartner, Account Executive
Worked with CIOs and their directs to help IT transform the business by providing analysts and resources to support their security, supply chain, BI, and other strategic IT initiatives.
N/A
November 2015 - January 2014
- Added $440K to $855K territory.
- Closed the largest growth deal in the Area. Second largest in the region.
- Closed the largest, longest renewal in the Area.
LexisNexis, Client Manager
Helped General Counsel and their IP, L&E, & Tax staff to protect the organization and deliver better business outcomes.
N/A
January 2014 - June 2009
- Led the account team that works with customers to retain and grow a $3.2M territory In Michigan, Indiana, and Ohio.
- Played critical role in saving and increasing revenue with automotive manufacturing customers during and post bankruptcies.
- Beat revenue growth and retention targets for all four years.
- Leveraged traditional and non-traditional (social media and data analytics) tools and processes to increase revenue growth and revenue retention in my territory.
LexisNexis, Manager, Consulting
Led a team of 12 consultants to provide education and consulting across the United States. Responsible for hiring, coaching development, and budget.
N/A
June 2009 - November 2005
- Led team to increase activity by 32% year one. Doubled productivity by year three.
- Redesigned the team to support $1.3M in custom consulting projects from non-traditional revenue streams.
LexisNexis, Applications Consultant
N/A
N/A
November 2005 - February 2002
- Retained and grew revenue for a $3M territory through implementation and ongoing support of LexisNexis solutions.
- Helped F500 customers increase business efficiencies and improve processes.
- Negotiated contracts, cold called customers, and created service plans.
TManage, Manager, Marketing Strategy
N/A
N/A
November 2001 - November 2000
- Brought a product from whiteboard to market in 90 days.
- Managed a Competitive Intelligence and Research program to increase Sales effectiveness.
- Responded to RFPs.
DTI-MCK Communications, Marketing Manager
N/A
N/A
November 2000 - November 1999
- Created Competitive Intelligence program to enable Sales team to be knowledgeable on Sales calls.
- Managed Marketing programs and results to increase effectiveness.
- Managed the transition of two Marketing departments after a merger.
Nortel Networks, Various Positions
Various positions with increasing responsibilities.
N/A
November 1999 -November June 1989
- Created and implemented a knowledge sharing system for use by 400 people in three countries.
- Performed competitive intelligence to define corporate IT strategy.
- Developed leader-lead, learner-led, and CBT education solutions.
Education
University of North Texas
B.A. English
Selected Projects
2020
- Built an application in R to show how complex it would be for State or Local government to update their Annual Comprehensive Financial Report.
2017
- Used Power BI to bring together 7 different data sources to help the Sales team (selfishly me) and the Customer Success team have one source of truth for customer activity. This was used to create expansion sales as well as prepare for renewals.
2021 - Built a tool in Power BI that allowed a Local government to build a dynamic representation of how the tax payers’ money is being spent to allow more transparency and interactivity with the constituents.